By Vickie Sullivan, Contributing Editor
When the economy is unpredictable, it's very tempting to run around selling to any kind of prospect with a budget. In the spirit of "just get out there," many professional service firms will talk to anyone, sell to anyone and, as a result, waste a lot of time with folks who may have the resources but are not willing to buy.
Instead of looking at only who has the budget, also look at who has urgency. In this economy, three types of prospects emerge as a people motivated to buy. These prospective clients are more willing to move past economic fears and move money around to get what they want. They are a better group to devote precious marketing efforts on.
1. The Unstoppable Visionary
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